The Art of Selling to the Affluent

How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd Edition

By: Matt Oechsli

Narrated by: Joe Bronzi

Attract and retain affluent customers and clients.

Much has changed since the original The Art of Selling to the Affluent was published. The financial crisis has affected the affluent as well as the less affluent. This book brings you up to date with today's affluent and helps every salesperson understand what adjustments need to be made in order to successfully attract, service, and retain lifelong affluent customers and clients. Completely updated and revised, it is based on The Oechli Institute's latest 2013 comprehensive research.

• Explains how the financial crisis elevated the level of anxiety and how this has affected major purchase decisions
• Offers step-by-step guidance on how to navigate the process of overcoming social self-consciousness during the sales process
• Author Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing, and developing loyalty with affluent clients, and one of the most sought after speakers in the financial services industry

The Art of Selling to the Affluent, 2nd Edition offers a detailed landscape of today's affluent. Put yourself ahead of the competition by knowing how the Great Recession has affected purchasing behavior and where the opportunities are moving forward.

©2014 Matthew Oechsli (P)2014 Audible, Inc.

Outdated and vague

Mentioned outdated social media. Seems very invested in old money as opposed to contemporary wealth (ex tech millionaires vs stuffy boat people). The love bombing tips will be smelled a mile away by any of these “affluent females.”

Fine if your clients are over 80

I couldn't bring myself to finish and I am returning. Sexist and racist undertones... Classist overtones. Neither of which should be surprising yet I'm still astonished when anyone feels comfortable to be stuck a pig in public today.
I am always on the hunt for books on personal development to better equip my agents. I own a financial services firm and serve the affluent daily. I assure you this is not the way forward. If you're under 50 or not white...don't waste your time here.

Liked it - will be helpful for many!

Just finished the book. I've spent most of my career in sales, and for the past five years, my business has operated exclusively in the luxury space. There’s a lot of valuable insight here, especially for those looking to elevate their positioning and move up market. The book is full of practical takeaways that many will find useful.

That said, one observation stood out: the author frequently references his own buying experiences as a window into affluent consumer behavior. However, many of those examples focus on purchasing only when items are deeply discounted. To me, this doesn't align with the mindset of a truly affluent buyer.

In fact, the book itself highlights that “lowest price” ranks among the least important factors in high-end purchasing decisions. In my own experience selling to affluent clients, we haven’t run a sale in over a decade—because our customers aren’t looking for deals, they’re looking for value. They want confidence, quality, convenience and clarity—not discounts.

I wish this nuance had been addressed more directly, as it's a critical distinction for anyone looking to truly serve a luxury clientele.

Keeper

Very interesting concepts on production through relationships. Gonna definitely read it again, and again.

topic is interested

full with data and common senses how to make personalized sale. not bad, but not the best I have listened.